Think like an FBI agent if you want more money

08/15/2011 | Wall Street Journal, The

You can borrow from the FBI's techniques to improve your salary negotiation skills, writes Jim Hopkinson, author of "Salary Tutor: Learn The Salary Negotiation Secrets No One Ever Taught You." Build trust with the other person by carefully listening to his proposal and use silence to prompt a response, he advises.

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